Markham Publishing Is Known for Its Consultative Buying Center Culture

question 37

Multiple Choice

Markham Publishing is known for its consultative buying center culture.Recognizing this corporate culture,someone attempting to sell to Markham Publishing should

• A) treat all members of the buying center as equally important.
• B) address the concerns of all members of the buying center with particular attention to those of the decision maker.
• C) focus on providing information to and making the sales approach to the one decision maker.
• D) attempt to facilitate the collective agreement of all members of the buying center.
• E) focus attention on the gatekeeper in the buying center's team.

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Definitions:

Physical Place

A specific location or area in the real world that can be defined by physical boundaries and characteristics.

Experienced

Having gained knowledge, skill, or wisdom through participation in or exposure to events, activities, or practices.

Schema

A cognitive framework or concept that helps organize and interpret information, based on one's accumulated knowledge and experience.

Memory

The faculty by which the mind stores and remembers information.